Under the direction of Teledyne ETM's General Manager, the Director of Sales is an individual contributor role responsible for all international and domestic field sales activity required to increase Teledyne ETM revenue through existing and new customers around the world. In addition to Teledyne ETM customers in the Radiotherapy/Radiosurgery, Cargo Scanning and Non-Destructive Testing markets, field sales activity also includes driving revenue for specific Teledyne e2v products in these same and additional markets. Drive monthly, quarterly, and annual bookings to achieve company goals by building and expanding relationships with existing customers; identifying and winning new projects in existing accounts; and establishing new customers in all high-energy x-ray markets. Target salary is $180,000 total compensation.

Duties and Responsibilities:

• Develop, execute and refine a sales plan for key customers in all high-energy x-ray markets around the world in support of Teledyne ETM and Teledyne e2v annual bookings, revenue, and gross margin targets
  • Manage customer relationships and existing opportunities while identifying new opportunities for Teledyne ETM and Teledyne e2v
  • Build long lasting business relationships with the leaders at each customer resulting in Teledyne ETM being viewed as a trusted advisor to the customer
  • Meet face-to-face with existing key customers at least once per quarter to review their project forecast, existing Teledyne ETM business and discuss any open issues or concerns
  • Setup and conduct annual business review/executive briefing between key customers and Teledyne ETM executives
  • Act as the main point of contact for all customer issues by distributing them to the appropriate team member and ensuring they are closed
  • Work with Inside Client Manager to divide/allocate customer and opportunity management responsibilities to maximize efficiency
• Conduct lead generation, perform research, attend trade shows and conferences and leverage other tools to identify new customer prospects
  • Using Google News Alerts, LinkedIn, Industry Publications and other prospecting tools, identify new prospective customers
  • Enter appropriate information into CRM tool, develop and execute a communication plan resulting in the prospect agreeing to a first meeting the VP of High-Energy X-ray and Field Sales Manager
• Create, update and distribute monthly, quarterly and annual booking forecast information while maintaining all customer, opportunity, contact and task information in CRM tool
  • Provide management team with booking forecast pulled from CRM
  • Update CRM tool with all customer account, opportunity, contact and task information as it becomes available
• Work with Inside Client Manager to allocate/divide responsibilities

Job Qualifications:

• Bachelor's degree and 10+ years of experience in B2B field sales with demonstrated performance above company goals
• Experience selling highly technical solutions – components, sub-systems, systems – with year plus sales cycle to Enterprise-class customers
• Proven ability to develop a sales strategy and implement action plans to achieve results
• Ability to deliver monthly, quarterly and annual bookings projections
• Strong technical acumen and ability to develop in-depth knowledge of product line
• Proven track record expanding business with existing customers while identifying and closing new business with new customers
• Excellent verbal, written, and interpersonal communication skills
• Possesses strong persuasive and negotiating skills
• Capable of independent market and customer research
• Willingness and ability to travel up to 75%
• Must be based in our Newark, CA office and available to work there when not travelling
• Ability to obtain a Security Clearance, if required
• Applicants must be either a U.S. citizen, U.S. national, legal permanent resident, asylee, refugee or must be eligible to apply for and obtain the appropriate export control license from the U.S. Departments of State or Commerce.

Preferred:

• Entrepreneurial mindset
• Strong business acumen
• Knowledge of Salesforce and Oracle ERP

Travel:

• International and Domestic travel up to 75% required. International (50%) Domestic (50%)

Salary Range:

$167,200.00 - $279,400.00

Be visionary

Teledyne Technologies Incorporated provides enabling technologies for industrial growth markets that require advanced technology and high reliability. These markets include aerospace and defense, factory automation, air and water quality environmental monitoring, electronics design and development, oceanographic research, deepwater oil and gas exploration and production, medical imaging and pharmaceutical research.

We are looking for individuals who thrive on making an impact and want the excitement of being on a team that wins.

Teledyne and all of our employees are committed to conducting business with the highest ethical standards. We require all employees to comply with all applicable laws, regulations, rules and regulatory orders. Our reputation for honesty, integrity and high ethics is as important to us as our reputation for making innovative sensing solutions.

Teledyne is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age, or any other characteristic or non-merit based factor made unlawful by federal, state, or local laws.